How do some sales professionals seem to have a never-ending stream of qualified leads, whereas others need help even to get a meeting? Is it the product they sell, their mastery of LinkedIn or other social platforms, or simply the result of years of experience?
The answer is not so straightforward, despite what many "experts" will say to you. If it were, everyone would be a master at prospecting, when it's quite the opposite. Studies have repeatedly shown that prospecting is one of the most difficult, if not the most challenging, parts of sales. The good news, however, is that when you do master prospecting, you will be an in-demand sales professional, with transferable skills, that set you apart from your competition and allow you to have the income level you choose.
This book uncovers the methods, skills, and strategies necessary to build your own Unstoppable SalesSM Prospecting system. Unlike any other, this system equips you with the tools to generate a consistent stream of prospects, regardless of your industry, product, or location.
Sprache
Verlagsort
Verlagsgruppe
Zielgruppe
Für Beruf und Forschung
Professional Practice & Development
Illustrationen
13 s/w Zeichnungen, 13 s/w Abbildungen
13 Line drawings, black and white; 13 Illustrations, black and white
Maße
Höhe: 229 mm
Breite: 152 mm
ISBN-13
978-1-032-99496-3 (9781032994963)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Klassifikation
Shawn Casemore is a keynote speaker, sales coach, and advisor. He is the Owner and Founder of Casemore and Co. Inc., a global consulting firm. He has worked with organizations such as CN Rail, Tim Hortons, Pepsi Co., MNP, Bank of Montreal, and over 200 other leading organizations. His speaking typically includes over three dozen keynotes each year at major conferences, as well as speaking at sales kick-off meetings for major corporations.
Shawn's publishing includes hundreds of articles in print and online for publications such as Forbes, Fast Company, Chief Executive, Industry Week, and The Globe and Mail. He has also written four commercially published books, including his most recent, The Unstoppable Sales Machine (Taylor & Francis, 2022), and The Unstoppable Sales Team (Taylor & Francis, 2023).
To learn more about Shawn and his work or to arrange to have him speak at your next event, visit www.shawncasemore.com.
Part 1: Successfully Reaching Today's Busy Buyers Chapter 1: Why Are Prospects So Difficult to Reach? Chapter 2: Cold Outreach: The Good, the Bad, the Opportunity Chapter 3: Warming Up Your Cold Outreach Part 2: Build Your B2B Prospecting Foundation Chapter 4: Cold Calling Isn't Dead, It's Just Different Chapter 5: Email Has a Purpose (And It's Not What You Think) Chapter 6: LinkedIn: Your Not-so-Secret Weapon Part 3: Prospecting Strategies to Differentiate from Your Competition Chapter 7: If All Else Fails - Use Direct Mail Chapter 8: Strategies for Using Text Messages in Prospecting Chapter 9: In-Person Meetings are Different Chapter 10: The New Era of Networking Part 4: Prospecting Mastery: Indirect Methods to Connect with Prospects Chapter 11: Build a Tsunami of Referrals Chapter 12: Develop a Power Partner Network Chapter 13: Associations: Spend Time Where Your Prospects Gather Chapter 14: Speak to Sell: Become an Authority Part 5: Build Your Unstoppable SalesTM Prospecting System Chapter 15: Multi-Channel Approach: Surround Your Prospect Chapter 16: Don't Lose Touch: Your Prospect Nurture System Chapter 17: Build Your Unstoppable SalesSM Prospecting System Part 6: Final Word: Your Prospecting Success Starts with You Chapter 18: Time Mastery: Your Secret Weapon Chapter 19: The Future of Sales Prospecting
